How do you approach, how do you see advisors approaching those concepts that have the mathematical aspect as a common denominator, but sometimes can be so far apart, and how some consumers, individuals, don't necessarily understand the nuances of those two concepts.

Yeah, usually it is three different types of distribution or three different agents that are having these discussions.

And that's all fine, but I think they all have to be had.

And I think what I find about retirement planning, the attitudes that consumers have about or the population has about retirement planning and thinking about long-term care is it's not something, they just don't wake up one morning and make a decision to do this.

And so it's something that people, if they worry about it, everybody worries about it, but they just don't know what to do to take the next step.

It's a confusing marketplace.

It's a confusing problem in you know, it's, it's a wicked problem to solve and they just, people just prefer to just put it off.

What are your kind of approaches or tips and tricks on how to bring that conversation from conceptual to reality.